Direct Sales Director

Job Summary

• This position manages multiple direct sales teams to sell multi-line insurance products to prospective customers, primarily through inbound calls.
• This role bridges tactical execution and strategic direction, ensuring alignment between frontline operations and broader organizational goals.
• This role collaborates with directors and other business partners to implement initiatives, monitor performance trends, and resolve operational challenges.

Essential Job Functions

• Focuses on sales production and sales representative efficiency.
• Ensures consistent communication and execution of sales strategies, compliance standards, product or process updates, and customer experience goals to assigned teams.
• Ensures production targets are met for both sales representatives and supervisors.
• Drives a culture of ownership, accountability, recognition, and continuous improvement through regular performance reviews, coaching sessions, and development planning.
• Coaches and develops supervisors to enhance clear communication, team leadership, and employee engagement.
• Participates in workforce planning, hiring, and succession planning efforts.
• Manages performance management and sets the appropriate thresholds.
• Analyzes performance data across teams to identify trends, opportunities, and risks through root cause analysis.
• Recommends and implements targeted action plans.
• Work with licensing to ensure proper coverage.
• Interprets and communicates procedural and regulatory changes to assigned staff.
• Ensures appropriate system access.
• Partners with directors to translate strategic objectives into actionable team-level plans and initiatives.
• Leads cross-functional projects and pilots aimed at improving sales processes, technology adoption, and customer satisfaction.
• Investigates and resolves escalated customer issues in a timely manner.
• Performs other duties as assigned.

Physical Actions

• Job is performed in-person at a Farmers office or virtually at an approved alternative work location.
• The physical work environment is indoors and climate-controlled with adequate lighting and ventilation.
• Normal and customary distractions include background noise produced by office equipment and chatter among people, as well as interruptions.
• Frequently sits for prolonged periods of time, up to a full shift.
• Occasionally moves about the workplace including, navigating stairs, ramps, and level or uneven surfaces.
• Occasionally moves, pushes, pulls, lifts, carries, and/or places objects or materials weighing up to 25 pounds without assistance.
• Frequently uses shoulders, arms, hands, and fingers to manipulate equipment, tools, and objects necessary to perform job duties.
• Frequently performs fine motor tasks such as typing, mousing, or writing, up to a full shift.
• Rarely performs movements such as bending, stooping, crouching, kneeling, twisting, and reaching overhead or below the knees.
• Possesses clear vision, with or without correction, to visually read and verify information.
• Relies on depth perception and peripheral vision to navigate the work environment visually by identifying barriers, changes in terrain and locating objects.
• Possesses adequate hearing, with or without correction, to communicate with co-workers, respond promptly to auditory signals or alarms, and discern sounds essential for maintaining safety and productivity in the workplace.
• Jobs in this category require rare, if any, travel.

Education Requirements

• High School Diploma or equivalent required.
• Bachelors degree preferred.
• Property & Casualty insurance license required upon hire.

Experience Requirements

• Minimum seven years of sales and call center experience required, preferably in direct sales.
• Minimum two years of people leadership experience required.

Additional Qualification

• Demonstrates excellent judgment and decision making skills.
• Effective interpersonal skills.
• Ability to influence internal and/or external constituents.
• Seeks to acquire knowledge in area of specialty.
• Builds and manages effective teams.
• Instills commitment to organizational goals.
• Demonstrated problem solving skills.
• Possesses strong technical aptitude.